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What You can Learn from Our Artificial Intelligence Experience

What You can Learn from Our Artificial Intelligence Experience

As a sales leader, you may find it increasingly challenging to decide how technology can improve your sales team’s performance.  In the past two years alone, there has been a literal explosion of new software products entering the market, and many of them use...

Moneyball for Sales

Moneyball for Sales

There is no shortage of software firms using Moneyball (1) as an analogy to market their applications.  “We are Moneyball for Sales”, is something we’ve seen numerous times since the movie featuring Brad Pitt and Jonah Hill came out in 2011 (2).  Because Moneyball is...

What is Sales Performance Optimization?

What is Sales Performance Optimization?

How leveraging AI can help managers improve their teams Recently, Industry Analysts, sales training experts and thought leaders in social media have expressed concern that sales managers don’t receive the proper training and mentorship required to be successful. ...

How To Increase Your Company’s Sales

How To Increase Your Company’s Sales

There are several fundamental principles that will always help a business increase their sales, for little to no extra costs. After all, selling is a human endeavor and there is a lot of improvement that can occur at the conceptual/psychological level. Here are some...

Sales Performance Management – A Cornerstone of Your Business

Sales Performance Management – A Cornerstone of Your Business

Sales performance management, or SPM, refers to the approach that incorporates techniques and methods for hiring, managing and incentivizing the sales team of a company in order to reach peak performance. It should come as no surprise that companies that implement SPM...

Sales Productivity Software and B2B Clients

Sales Productivity Software and B2B Clients

Today, industries across the world are being transformed by the use of data, particularly by the use of data in predictive analytics. Predictive analysis has wide application in business, from finance to marketing and risk management, with one of the most widely-used...

Some of the Benefits of Predictive Sales Software

Some of the Benefits of Predictive Sales Software

Does Your Team Need Predictive Sales Software? Predictive analysis can be used to comb through mountains of data to uncover trends and insights, and subsequently improve business processes. When applied to the sales department, it is used to eliminate as much...

Funnelocity℠ is Moneyball for Sales Management

Sales managers are human. They rely on monthly data, past experience, gut instinct and tribal wisdom to process information and make decisions. So, what's the problem with their intuitive-based thinking?  Well, sometimes it works and sometimes it doesn’t. In Michael...

Sales Leadership – Getting Personal

Sales Leadership – Getting Personal

Over the past few posts, I have been discussing my philosophy of sales management I call the Principles of Sales Leadership. Just to recap, in my first post, I talked about the principles of Teamwork and Trust and having a Sense of Urgency, which to me means treating...